1. Surveys, evaluates & designs appropriate going-to-market (GTM) strategy for the market being developed (e.g includes appointment of new dealer, 2nd-tier wholesaler, On-Premise chain, or others), aligned with the BU’s business directions and strategies.
2. Develops initial plans: Specific monthly, weekly, daily workplans, plus trade & brand programs aligned with the business objectives of the new territory or GTM. Such as:
2.1. Prepares, analyzes, and recommends various trade and brand programs for dealers, 2nd-tier wholesalers, On-Premise chains, and other channels or outlets, for the initial sales and offtake of SM brands in the new or expanded territory.
2.2. Negotiates and ensure agreements with new trade partners and customers to ensure proper implementation of programs to achieve initial target offtake and/or brand consumption.
2.3. Coordinates with Sales Group, where needed, to ensure optimal implementation of programs per trade partner or account.
2.4. Maintains optimal stock availability at all times
3. Monitors and reviews implementation of all agreed trade and brand programs in the initial months of operation, and recommends corrective actions as needed.
4. Builds and maintains goodwill and enhances customer business relationships in the new territory in coordination with the sales unit that will consequently handle the said territory.
5. Once normalized operations are realized in the territory, or as evaluated to be ready for transfer by the GSM, turns over the territory to the sales team assigned to handle the said territory on a regular basis